Research On Work Pressure Management Of Sales Staff In Z Company Based On Resilience

With the comprehensive implementation of the supply side reform,the industrial adjustment of "three removal,one compensation and one reduction" has achieved remarkable results.A large number of backward production capacities in the steel industry have been eliminated,which indirectly affects the demand for coke in the upstream of the industrial chain.The coke industry is facing a more difficult development situation.Z Company is a professional company focusing on coking engineering design.After years of efforts,it has established a complete business product system and won the trust of customers.However,with the formation of the buyer’s dominant position,the market profit space has been seriously squeezed.In the cold winter of the market,the sales personnel have been ordered to set up a pioneer team to develop the market and carry out fierce"fighting" with competitors in the same industry.Under the long-term tense working condition and pressure environment,some sales personnel are nervous and anxious,and even cause serious health problems,which has aroused the company’s great attention.Under the above background,this paper studies the working stress environment of sales personnel in Z Company,and discusses the resilience based working stress management strategy in combination with the working characteristics of sales personnel in coking design engineering,so as to help sales personnel implement effective stress management and return to normal working conditions.Based on the social cognitive theory and positive psychology theory,this paper combs and summarizes the research achievements of domestic and foreign scholars in relevant aspects,mainly including the research on work pressure,resilience,and the research on the relationship between work pressure and resilience,so as to form a comprehensive understanding of the formation of work pressure and its multidimensional effects,and lay a theoretical foundation for the full text.Then the article briefly introduces the development status,core business and industry characteristics of Z Company,and describes the working characteristics,pressure sources and current situation of pressure management of sales personnel.It is found that the working characteristics of sales personnel in the company mainly include five aspects:high business ability requirements,complex and harsh working environment,dynamic and changeable working objects,uncertain work performance and extremely unstable working environment.Then the article designed and implemented the survey questionnaire by referring to the mature scale through interview and questionnaire,to understand the current situation of the sales staffs working pressure and pressure management in Z Company.Based on the external protection factor and internal protection factor of resilience,the influencing factors of salesperson’s job stress were analyzed respectively.It was found that the influencing factors of salesperson’s job stress based on the external protection factor of resilience mainly included three aspects:insufficient practicability of training programs,too high setting of performance appraisal indicators,and mismatch between salary level and workload,The influencing factors of work stress based on the internal protection of resilience mainly include the lack of clear career development plan,the inability to adapt to the pressure environment and the pressure caused by personal and family reasons.Finally,based on the influencing factors of salesperson’s work stress proposed,this paper puts forward targeted countermeasures and suggestions for the management of salesperson’s work stress in Z Company,that is,combining the characteristics of salesperson’s work stress in Z Company to determine the goals and principles of stress management,and puts forward the management strategies of salesperson’s work stress in Z Company respectively around the external protection factors and internal protection factors of resilience.Among them,the work stress management countermeasures based on the external protection factors of resilience mainly include the development of practical training programs for sales personnel,the improvement of scientific and reasonable performance evaluation index system,and the establishment of a fair and reasonable salary structure.The work stress management countermeasures based on the internal protection factors of resilience mainly include strengthening the career planning of sales personnel Establish a resilience protection mechanism for sales personnel and create an intervention platform for sales personnel’s work stress to continuously improve the company’s sales personnel’s work stress management level.Through the research on the job stressors of sales personnel in Z Company,the stress management strategy based on resilience is proposed,which provides some reference for the stress management of sales personnel in Z Company and the talent development in other specific fields.